Hybrid Director of Key Accounts – POS, E-commerce

at Nexi Group

• Job title: Director of Key Accounts – POS, E-commerce
• Job type: Full Time
• Experience level: Lead
• Salary: Not specified
• Degree requirement: Postgraduate Degree
• Location requirements: Hybrid, Warsaw, Poland

About the role

• Director of Key Accounts at Nexi driving growth in POS and eCommerce payments. Leading commercial strategy with enterprise merchants in a collaborative and innovative environment.

Responsibilities

• Lead the full end-to-end sales cycle: prospecting, preparing offers, conducting negotiations, implementation, and ongoing client development.
• Personally manage high-level commercial negotiations with major merchants, including framework agreements and multi-branch contracts.
• Build tailored commercial proposals aligned with each client’s payment mix and business objectives (conversion, cost efficiency, scale).
• Directly manage a team of Key Account Managers (POS & eCommerce).
• Lead by example—support the team during client meetings, negotiations, and relationship-building activities.
• Coach team members to elevate the quality of sales conversations and standardize best practices across key customer portfolios.
• Possess strong practical knowledge of merchant acquiring, including the cost-revenue model of cashless payments and factors affecting client profitability.
• Understand the operational and commercial differences between POS and eCommerce (integrations, onboarding, SLA, time-to-revenue).
• Deliver ambitious sales targets related to revenue, margin, TPV, and retention.
• Proactively manage the sales pipeline and forecasting.
• Work fluently with CRM systems and sales data, turning insights into actionable initiatives.
• Work closely with Product, IT/Integration, Operations, Risk/AML, Customer Support, and Marketing teams.
• Effectively finalize implementation topics and drive development initiatives for strategic clients.

Requirements

• Minimum 5 years of B2B sales experience, including direct responsibility for managing relationships with enterprise-level clients, retail chains, or large eCommerce merchants. Demonstrated ability to develop high-value accounts and drive complex commercial conversations.
• Minimum 3 years of experience in the payments ecosystem — POS, merchant acquiring, eCommerce payments, fintech, or transactional banking — with solid understanding of industry dynamics, revenue models, and profitability drivers.
• Minimum 3 years of experience in team management, including leading and motivating sales teams, providing coaching, setting performance standards, and offering hands-on support during client negotiations and key commercial activities.
• Proven track record of leading complex negotiations with large merchants, including multi-site contracts, framework agreements, and strategic commercial partnerships.
• Excellent communication, presentation, and negotiation skills, with the ability to influence senior-level stakeholders both internally and externally.
• High degree of independence, ownership, and accountability, combined with the ability to operate effectively in a fast-paced, results-driven environment.
• Strong results orientation paired with a relationship-driven mindset, ensuring both commercial impact and long-term client satisfaction.
• Readiness for active client engagement, including frequent business meetings, on-site visits, and hands-on support during key sales moments.
• Very good command of English and Polish (minimum C1), enabling fluent communication with both local and international stakeholders.

Benefits

• Attractive salary and a competitive benefits package to reward your expertise and contributions
• Tech equipment: Get the tools you need to succeed, including the latest technology to support your work
• Join an international team: Collaborate with experts from across Europe and bring your ideas to life in a dynamic, global environment
• Grow and develop: Gain hands-on experience and structured training through our PayTech University, designed to accelerate your career and help you reach your full potential